ISMAT 22679

Negotiation, Leadership and Motivation Techniques

• ApresentaçãoPresentation

  This UC aims to promote leadership, motivation and negotiation skills in students as well as to raise their awareness of the importance of promoting them in the organizations where they will work.
• ProgramaProgramme

  S1. Negotiation 1.1 - Basics of negotiation 1.2 -  Trading planning 1.3 - The importance of credibility and rapport 1.4 - Developing solutions and Conflict resolution 1.5 - Establishing trusting relationships   S2. Motivation 2.1 - Main theories of motivation 2.2 - Motivation and performance 2.3 - Feedback, recognition and reward 2.4 - Motivation in workgroups 2.5 - Establishing the partnership culture   S3. Leadership 3.1 - Fundamentals of leadership 3.2 - Situational context and adaptive leadership 3.3 - Power and influence tactics 3.4 - Charismatic and transformational leadership 3.4 - Leadership in groups 3.5 - Strategic leadership 3.6 - Leadership for diversity and cross-cultural contexts 3.7 - Leadership based on values and ethics
• ObjectivosObjectives

  At the end of this curricular unit, students should be able to:   LG1 - Know the negotiation process LG2 - Analyze and develop interpersonal negotiations skills. LG3 - Know how to use techniques to overcome obstacles or business blocks. LG4 - Know and know how to apply modern instruments for conflict resolution. LG5 - Understand the importance of motivation in the organizational context. LG6 - Identify leadership styles and their suitability to the situational context
• BibliografiaBibliography

  Carvalho, J. C. (2013). Negociação. 4ª Edição Lisboa: Edições Sílabo. Fachada, O. (2010). Psicologia das Relações Interpessoais. Lisboa: Edições Silabo. Fachada, O. (2014). A Prática da liderança. A liderança na prática. 1ª Ed. Lisboa: Edições Sílabo. Horton, S. (2016). The Leader's Guide to Negotiation: How to Use Soft Skills to Get Hard Results. Pearson: London. Sirota, D., Klein, D. A. (2014). The Enthusiastic Employee: How Companies Profit by Giving Workers What They Want (2. Ed.). London: Pearson. Yukl, G. (2020). Leadership in Organizations, Global Edition (9. Ed.). London: Pearson.  
• MetodologiaMethodology

  ME1. Theoretical exposition of syllabus; ME2. Group dynamics ME3. Case studies ME4. Autonomous reading and debates GROUP 40% - Youtube Channel “Lideres de Portugal” - http://www.youtube.com/c/LideresdePortugal • Video Case Study rationale and planning guide - 10% = Maximum delivery date (moodle+ email) = Mid-May 2025 • 30% Episode Production-Video Case Study/Case study of a Portuguese Leader/Org REAL – ORAL Pitch +Youtube Publication- Last week of classes INDIVIDUAL -60% • Written assessment test (30%). -date to be scheduled • 15% Book Review - Written + Oral 15% - Publication at https://desenvolvimento-organizacional.blogspot.com/; Written version delivered moodle+email+ BLOG (Approx. 900 words) • 15%: Attendance of one of the UDEMY Courses of your choice • Delivery of the UDEMY final certificate via Moodle) At ALL assessment moments - minimum score of 7. FINAL Assessment: EXAM 100%).
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não